AACSB Analytic Blooms Remember Futrell Learning

Aacsb analytic blooms remember futrell learning

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AACSB: AnalyticBlooms: RememberFutrell - Chapter 08 #23Learning Objective: 08-02 Describe the different sales presentation methods; know their differences; and know the
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appropriate situation for using a particular method.Level of Difficulty: 1 EasyTopic: Sales Presentation Methods-Select One Carefully24.The problem-solution sales presentation consists of six steps. It begins when the salesperson and the prospect agree on the problems that the buyer wants solved. FALSEThe problem-solution presentation involves six steps. However, the firststep is convincing the prospect to allow the salesperson to conduct the analysis. The salesperson and prospect agree on the problem to solve in the third step.AACSB: AnalyticBlooms: UnderstandFutrell - Chapter 08 #24Learning Objective: 08-02 Describe the different sales presentation methods; know their differences; and know theappropriate situation for using a particular method.Level of Difficulty: 2 MediumTopic: Sales Presentation Methods-Select One Carefully25.The problem-solution method is best suited for selling insurance and similar financial products. TRUEIn selling highly complex or technical products such as insurance, industrial equipment, accounting systems, office equipment, and computers, salespeople often are required to make several sales calls to develop a detailed analysis of a prospect's needs. For this reason, the problem-solution method is best.AACSB: AnalyticBlooms: UnderstandFutrell - Chapter 08 #25Learning Objective: 08-02 Describe the different sales presentation methods; know their differences; and know theappropriate situation for using a particular method.Level of Difficulty: 2 MediumTopic: Sales Presentation Methods-Select One Carefully
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26.The problem-solution presentation is a flexible method that requires a detailed analysis of the prospect's needs. TRUEThe problem-solution presentation is a flexible, customized approach involving an in-depth study of a prospect's needs, and it requires a well-planned presentation.AACSB: AnalyticBlooms: UnderstandFutrell - Chapter 08 #26Learning Objective: 08-02 Describe the different sales presentation methods; know their differences; and know theappropriate situation for using a particular method.Level of Difficulty: 2 MediumTopic: Sales Presentation Methods-Select One Carefully27.The problem-solution approach is better than the memorized approach when time is limited. FALSEThe memorized presentation method can be used when time is short and the product is simple. The problem-solution presentation is excellent for selling high-cost technical products or services, and especially for system selling involving several sales calls and a businessproposition.AACSB: AnalyticBlooms: UnderstandFutrell - Chapter 08 #27Learning Objective: 08-02 Describe the different sales presentation methods; know their differences; and know theappropriate situation for using a particular method.
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